Energy & Technology
       A 2011 Story

       Steve Munton
Sustainability Sales Professional

    Who’s Leading Your
   ...
Client Goals of 2011
• To Get Better:
     • E.g. Productive & Efficient


• To Make Financial Gains:
     • Top Line Reve...
The Importance of GREEN:
       Emissions          Carbon Footprint
  Nitric Oxides (Nox)    Climate Refugees
  Hydro Carb...
Why Does Going Green Matter?
• Government regulations?
  – EPA Regulation of CO2 – 2010
  – Global Pressures –
     • Canc...
Who Agrees it’s Important?:

Chief   SUSTAINABILITY                Officers
                                      DUPONT

...
2011 Focus to Get Green!
     Sustainability Initiative:
Financial                                                        ...
Do Your Acquisitions Pass the Test?
• The Financial Benefits:
  – What is the financial incentive to acquire the item?
  –...
How to Buy or Sell Green:
• Does the Consumer know how the Green
  movement will affect his organization?
  – Chances are ...
What is the Value of that Analysis?
• Once Consumer knows, they can Conserve.
  ACT on Info!
  – Motion Sensors in Aisles
...
Become More Efficient!
• Make decisions that will save Money!
  – High Efficiency Lighting
  – HVAC Units
  – Forklift Cha...
Efficiency Side:
• Power Company Efficiency Programs.
  – kWh Reduction Based. Use Less to do the Work
  – Offering $$ per...
Know When to Use What!
• Time of Use Utility Structures Changing.
  – Smart Meters. CAISO Usage to Generation.
• Rechargin...
Knowing When to Use Energy!
Can You Contribute to the Green?
  • Help Grid with Renewable Generation?
    – Solar Panels, on Roof
    – Windmill in Ba...
And Lastly:
• Participate in Active Demand Programs!
  – Help the Power Company when they need it!
Translate to Incremental Revenue!
• Analyze the Customer:
  – Identify the goals of the consumer and where
    technology ...
Applying What’s Learned




 Demand Better Technologies!
Real Technology in Action:
• Converting IC Forklifts to Electric Drives.
        • Saved 30 % in Total Costs ($ 64,000) An...
Now you know how to be Sustainable!
       Go out and Demand:
• The Financial Benefits:
  – What is the financial incentiv...
Who’s Leading your Green Team?
• A Top Public Speaker?
  – To over 4,000 audience members since 2007.
• A Proven Sales Pro...
Steve Munton




Who’s Leading Your Green Team?
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Green Team 2011

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The New Sales and Marketing concepts for Chief Sustainability Officers.

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Transcript of "Green Team 2011"

  1. 1. Energy & Technology A 2011 Story Steve Munton Sustainability Sales Professional Who’s Leading Your Green Team?
  2. 2. Client Goals of 2011 • To Get Better: • E.g. Productive & Efficient • To Make Financial Gains: • Top Line Revenues / Profits • To Become Greener: • Reduce Impact on Planet • To LEARN!
  3. 3. The Importance of GREEN: Emissions Carbon Footprint Nitric Oxides (Nox) Climate Refugees Hydro Carbons (HC) Carbon Tax SMART Grid Kyoto Protocol Green House Gas (GHG) Global Warming Renewables Fossil Fuel Price Energy Independence Power Companies National Security Foreign Dependence * Energy Management * Sustainability / Triple Bottom Line
  4. 4. Why Does Going Green Matter? • Government regulations? – EPA Regulation of CO2 – 2010 – Global Pressures – • Cancun 2010 / Copenhagen 2009 • Environmental Refugees • Tax Implications – Cap & Trade H.R. 2454 / Mass & Cal • Passed U.S. House / Thrives in Europe • National Security – Reduction of Oil Based Fossil Fuels • Important to Consumers – Microsoft, Google, Apple Etc. • Other intangibles? Technology?
  5. 5. Who Agrees it’s Important?: Chief SUSTAINABILITY Officers DUPONT AT&T SAP General Mills Georgia Pacific PGI Google Microsoft Apple Your Organization?
  6. 6. 2011 Focus to Get Green! Sustainability Initiative: Financial Environmental Bottom Line Bottom Line Do Emotion & Perception affect Consumer purchases? 3Ps Employee Health, Retention & Safety John Elkington – Cannibals With Forks
  7. 7. Do Your Acquisitions Pass the Test? • The Financial Benefits: – What is the financial incentive to acquire the item? – What are the measurable gains? • Cost Reduction, Productivity gains etc. • The Environmental Benefits: – What is the Environmental Impact of the item? • Does it reduce the CO2 (Carbon Footprint of your org.) • Any Employee Health & Wealth Benefit: – Will the item enhance the people of the org? • Help them achieve their goals?
  8. 8. How to Buy or Sell Green: • Does the Consumer know how the Green movement will affect his organization? – Chances are they think Green will hurt it. • What is the Consumer Doing Right? – Enhance that. Lighting, HVAC, Industrial Chargers • What is the Consumer Doing wrong? – Unnecessary usage of energy at Peak times? – Can they change the operation? Easy Implements? • What does your Consumer Know & Not Know?
  9. 9. What is the Value of that Analysis? • Once Consumer knows, they can Conserve. ACT on Info! – Motion Sensors in Aisles – Recycling – Use less Fossil Fuels – Make Operational Decisions that can have great dollar savings from this Knowledge. – Reduce Carbon Footprint / Carbon Offsets / Tax
  10. 10. Become More Efficient! • Make decisions that will save Money! – High Efficiency Lighting – HVAC Units – Forklift Chargers • Efficiency Returns are Better than Ever! – Especially in Energy Expensive Environments • California Massachusetts Nevada • Illinois Florida Minnesota
  11. 11. Efficiency Side: • Power Company Efficiency Programs. – kWh Reduction Based. Use Less to do the Work – Offering $$ per kWh reduced. • Prescriptive Rebates exist for Light Bulbs. By kWh • Custom Rebates for other items like Forklift Chargers – Developing first Prescriptive Rebate for Forklift Chargers in California. • Mid to end 2011 Timeline • To be paid by ITA Class Vehicle – Most vehicles in given ITA Classes have similar size kWh Battery.
  12. 12. Know When to Use What! • Time of Use Utility Structures Changing. – Smart Meters. CAISO Usage to Generation. • Recharging Batteries Changes Dramatically based on what time of day and season. – On Peak / Summer Demand Cost / kWh. – Off Peak / Winter Cost / kWh.
  13. 13. Knowing When to Use Energy!
  14. 14. Can You Contribute to the Green? • Help Grid with Renewable Generation? – Solar Panels, on Roof – Windmill in Back Yard – Elegant Controlled Back Up Units – Be Part of the SOLUTION!
  15. 15. And Lastly: • Participate in Active Demand Programs! – Help the Power Company when they need it!
  16. 16. Translate to Incremental Revenue! • Analyze the Customer: – Identify the goals of the consumer and where technology can be applied to operation to save. • Understand where Conservation exists. – Work with the organization to understand goals and offer operational recommendations. • Drive the Efficiency – Help justify purchases with robust ROI’s. – Find Utilities to Subsidize purchases with Rebates • Equates to Millions of Dollars Sold, Saved and Jobs created. Get to know Green!
  17. 17. Applying What’s Learned Demand Better Technologies!
  18. 18. Real Technology in Action: • Converting IC Forklifts to Electric Drives. • Saved 30 % in Total Costs ($ 64,000) Annually Saved. (Profits) • Reduced Carbon Footprint by 280,000 lb CO2 Annually (Planet) • Removed Carbon Monoxide by 124,044 lb CO Annually (People) • Retrofitting Chargers to High Efficiency Units. – Same rebates available as lighting from Utilities • Saved 30 % in Energy Costs ($ 50,000) via Efficiency. • Managing Recharge Times. Peak vs. Off Peak – Utilities incent to charge at night. Demand Resp. • $ 0.20 vs. $ 0.10 cents per kWh costs. ($ 52,000) Saved All Case Studies based on 20 Units of 5,000 pound forklifts operating 2,000 hours / year (20) vehicle operation.
  19. 19. Now you know how to be Sustainable! Go out and Demand: • The Financial Benefits: – What is the financial incentive to acquire the item? – What are the measurable gains? • Cost Reduction, Productivity gains etc. • The Environmental Benefits: – What is the Environmental Impact of the item? • Does it reduce the CO2 (Carbon Footprint of your org.) • Any Employee Health & Wealth Benefit: – Will the item enhance the people of the org? • Help them achieve their goals?
  20. 20. Who’s Leading your Green Team? • A Top Public Speaker? – To over 4,000 audience members since 2007. • A Proven Sales Professional? – Over a Decade of Front Line Sales Experience. • An Metrics Measure Minded Manager? – 3PL Operations Manager / Start Up / Consolidation • An Electrical Engineer? – Four Year Avionics / Electronics Technician F-14 Aircraft • A Motivator & Leader? – U.S. Navy Non Commissioned Officer. AT3 (AW) • Educated? – Graduate Education, Research & Writing Specialist. • Perfect Balance of Sales, Speaker & Technical
  21. 21. Steve Munton Who’s Leading Your Green Team?

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